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Upsold: Real Estate Agents, Prices, and Neighborhood Inequality

Upsold: Real Estate Agents, Prices, and Neighborhood Inequality

by Max Besbris (Author)
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★★★★★

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What do you want for yourself in the next five, ten years? Do your plans involve marriage, kids, a new job? These are the questions a real estate agent might ask in an attempt to unearth information they can employ to complete a sale, which as Upsold shows, often results in upselling. In this book, sociologist Max Besbris shows how agents successfully upsell, inducing buyers to spend more than their initially stated price ceilings. His research reveals how face-to-face interactions influence buyers’ ideas about which neighborhoods are desirable and which are less-worthy investments and how these preferences ultimately contribute to neighborhood inequality. ​ Stratification defines cities in the contemporary United States. In an era marked by increasing income segregation, one of the main sources of this inequality is housing prices. A crucial part of wealth inequality, housing prices are also directly linked to the uneven distribution of resources across neighborhoods and to racial and ethnic segregation. Upsold shows how the interactions between real estate agents and buyers make or break neighborhood reputations and construct neighborhoods by price. Employing revealing ethnographic and quantitative housing data, Besbris outlines precisely how social influences come together during the sales process. In Upsold, we get a deep dive into the role that the interactions with sales agents play in buyers’ decision-making and how neighborhoods are differentiated, valorized, and deemed to be worthy of a certain price. Read more

Product Information

PublisherUniversity of Chicago Press
Publication dateSeptember 5, 2020
EditionFirst Edition
LanguageEnglish
Print length227 pages
ISBN-10022672137X
ISBN-13978-0226721378
Item Weight11.2 ounces
Dimensions6 x 0.7 x 9 inches
Best Sellers Rank#2,336,038 in Books (See Top 100 in Books) #277 in Real Estate (Books) #437 in Income Inequality #555 in Real Estate Sales (Books)
Customer Reviews4.4 4.4 out of 5 stars 21 ratings

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